Leadership in Sales Performance Management

Christopher W. Cabrera

Founder, President and Chief Executive Officer

Christopher Cabrera is a seasoned executive with more than two decades of successful senior management experience at both early-stage and public companies. At these companies, he has managed sales, marketing, operations and business development.

Mr. Cabrera is a noted industry expert in issues relating to sales performance management, sales compensation, and enterprise and on-demand/software-as-a-service delivery models. He was recently named the 2011 “Alumni Entrepreneur of the Year” by the Lloyd Greif Center for Entrepreneurial Studies at the USC Marshall School of Business.

Cabrera is the co-author of Xactly Sales Compensation for Dummies(Wiley Publishing, 2006), as well as a contributing writer to such industry publications as Selling Power Magazine, destinationCRM.com, BusinessFinance, and SandHill.com . Mr. Cabrera speaks frequently at leading industry forums and events, such as salesforce.com’s Dreamforce end-user and developer conference  and the Software Information Industry Association (SIIA) OnDemand Conference .

Prior to founding Xactly Corporation, Mr. Cabrera was the senior vice president of operations for Callidus Software (NASDAQ: CALD), an on-premise incentive compensation management company. At Callidus, he was responsible for the execution of worldwide sales and marketing strategies, customer advocacy, and strategic alliances with companies such as IBM, Accenture and Deloitte. Under his leadership, the company acquired more than 100 customers, contributing to the growth of annual revenues from zero to greater than $75 million and a successful IPO in 2003 raising more than $70 million.

Before joining Callidus Software, Mr. Cabrera ran North American channel sales at Silicon Graphics (NYSE: SGI), a UNIX hardware and software vendor, where he was responsible for annual sales that topped $500 million.

Mr. Cabrera earned a bachelor of science degree in business administration with an emphasis in entrepreneurship from the University of Southern California (USC) and a master’s degree in business administration from Santa Clara University. Today Mr. Cabrera is the Chairman of the Board for USC Marshall Partners, Northern California. He is also on the Advisory Board for Santa Clara University's Center for Innovation and Entrepreneurship (CIE).

L. Evan Ellis Jr.

Chief Operating Officer

Evan Ellis is responsible for managing Xactly Corporation's global sales, client services and business development activities. 

Mr. Ellis' 25 years experience in high technology sales, marketing and general management includes senior leadership roles in several high-growth companies. Prior to joining Xactly, Mr. Ellis served as COO at Serena Software where he was responsible for all customer-facing activities. During this tenure, Mr. Ellis was instrumental in more than doubling Serena's revenues, achieving operating margins of 35 percent, and exceeding Wall Street expectations in 17 out of 18 quarters.

Previously, Mr. Ellis served as vice president, Americas' field operations for Brocade Communications (NASDAQ: BRCD), with responsibility for developing the company's Western Hemisphere reseller channels and demand generation activities. Before that, he was president and COO of on-demand Internet commerce pioneer CyberSource where he quadrupled revenues, grew the customer base by a factor of 10, and exceeded Wall Street expectations throughout his tenure. Before joining CyberSource (NASDAQ: CYBS), Mr. Ellis held a succession of executive positions at Silicon Graphics (OTC: SGID), culminating with the post of senior vice president, Americas in charge of a 1600-person field force and achieving $1.7billion in annual revenue. 

Mr. Ellis began his career at IBM Corporation (NYSE: IBM), serving in a variety of sales and sales management positions, including the post of assistant to the senior vice president and general manager of US market operations. He holds a bachelor of science degree in Economics from the University of California, Los Angeles (UCLA).

Satish K. Palvai

Co-Founder and CTO

With a proven track record for executing and delivering highly scalable, enterprise-level products, for over 10 years Satish Palvai has successfully built both world-class software products with J2EE and Internet technologies and strong technical teams.

Previous to founding Xactly Corporation, Mr. Palvai headed core technology development as a senior member of the Callidus Software (NASDAQ: CALD) engineering team. Prior to this role, he spearheaded implementing a software engineering process at LookSmart (NASDAQ: LOOK) that improved the effectiveness of the development organization.

Mr. Palvai earned a master's of science in computer science from Kansas State University and a bachelor's of science in computer science from Karnatak University in India.

Scott Broomfield

CFO

Mr. Broomfield brings more than twenty years experience in leading highly-talented and innovative entrepreneurs in developing cloud-based software products.

Before joining Xactly, Mr. Broomfield was CEO and Co-Founder of Veeple, an interactive on-line video business. Before Veeple, Mr. Broomfield was a managing director at Sand Hill Management Partners, a small Venture firm in Palo Alto, CA. During 2004 and 2005, Mr. Broomfield ran CALLIXA, an Enterprise Information Integration (EII) software company that he sold to SAP software in 2005. From 2001 through 2004, Mr. Broomfield led Visuale, a private Business Process Management Software (BPMS) company that he sold to Onyx Software. From 1998 through 2001, he led Centura Software Corporation (formerly Gupta), a $50M public software company, where he was recruited to turn around the business. Mr. Broomfield successfully repositioned Centura in the wireless enterprise computing market and accomplished a ten-fold capital return to its major investors, before selling the business in 2001. From 1989 through 1997, he was a principal with Hickey & Hill, Inc. a business re-engineering and turnaround management firm.

In this capacity, Mr. Broomfield held senior operational, financial and advisory positions with Dazix, DEC, Etec, Frox, InVision, Trilogy and Samsung. Mr. Broomfield holds a MBA from Santa Clara University.

Steve De Marco

Vice President, Corporate Sales

Steve DeMarco is responsible for Xactly Corporation's Sales Organization. Mr. De Marco brings nearly two decades of high technology sales, sales management, business development, and solutions consulting experience to Xactly Corporation.

Previously, Mr. DeMarco served as managing director of Sales at Callidus Software (NASDAQ: CALD), an early pioneer of on-premise enterprise incentive compensation management systems to global companies. As managing director of sales, Western Area and Asia Pacific he was responsible for greater than 100% growth year over year, while selling to Fortune 100 companies. He was named to the President's Club in 2002 and 2003, and named Managing Director of the Year in 2002. Mr. De Marco also was responsible for business development at Callidus Software.

Additional executive positions include vice president of worldwide sales at Influence Software, a pioneer in analytics software (since acquired by Informatica Corporation [NASDAQ: INFA]). Prior to joining Influence, Mr. DeMarco was product sales manager for Adaptec, Inc. (NASDAQ: ADPT), where he was responsible for managing a worldwide sales team and distribution channels for the RAID controller product line.

Earlier in his career, Mr. DeMarco held a variety of sales and sales management positions at SGI, also known as Silicon Graphics, Inc. (OTC: SGID), where he was named to the President's Club for four consecutive years, 1993-1996.

Mr. DeMarco began his technology career with Andersen Consulting, now Accenture (NYSE:ACN). He received a bachelor's of science degree in industrial engineering with an emphasis in systems design from Cal Poly-San Luis Obispo.

Sam Rapp

Vice President, Enterprise Sales

Mr. Rapp comes to Xactly from HP Software where he managed a sales organization focused on the financial services vertical which included HP's largest banking and insurance customers. His previous experience also includes executive management positions with Serena Software, Oblix (now Oracle) and BEA Systems (now Oracle). As VP of Americas  Sales at Serena, he was responsible for doubling Americas revenue. During his tenure at Oblix, he drove revenues from $1M to over $22M leading to a successful acquisition by Oracle. Before that, he was VP of Americas Sales for BEA Systems. With BEA, Mr. Rapp was responsible for doubling Americas revenue to over $200M. Mr. Rapp began his sales career at Silicon Graphics, serving in a variety of sales and sales management positions. He holds a bachelor's degree from Yale University.

Chris Newton

Vice President, Marketing

Chris Newton brings more than a decade of cloud and enterprise software marketing experience to the role of vice president of marketing for Xactly.

He most recently held the position of vice president of marketing for Ketera, where he helped the company transform its market position and grow paid subscriber memberships by more than 200 percent – leading to an acquisition by Rearden Commerce. Prior, he held senior marketing positions at M-Factor, where he helped double sales bookings in one year, and Siebel Systems, where he managed product marketing initiatives for one of the company's fastest-growing CRM product lines.

Mr. Newton served as an officer and pilot in the United States Navy for seven years. He holds a Bachelor of Science in Electrical Engineering from Rice University and an MBA from Harvard Graduate School of Business Administration.

Bernard Kassar

Vice President, Customer Success and Support

Bernie Kassar is responsible for Xactly’s global customer support operations and customer-success initiatives. 

With extensive experience in customer advocacy, business development, field marketing and sales, Mr. Kassar brings to Xactly proven expertise in driving customer satisfaction and ensuring the company’s high customer renewal rates. Prior to joining Xactly, Mr. Kassar was at Endeca Technologies were he initiated and led strategic business development for its Accenture partnership. Before Endeca, he was at Callidus Software in a variety of leadership positions, including senior director of business development/global alliances and director of customer advocacy/field marketing. While at Callidus, he built its customer advocacy program from the ground up, contributing to increased follow-on sales and client services revenues, and established major sales pipelines through top strategic partners, including Accenture and SAP.

Previously, Mr. Kassar held sales executive positions with Compuware and Adams Systems, where he also served as business development manager. He began his career with Deluxe Corporation as a leading outbound-telesales consultant. Mr. Kassar holds a bachelor of science degree in Speech Communications/Rhetoric from the University of Minnesota.

Desta R. Buchowski

Vice President, Product Management

In Desta Buchowski's 10 years in sales and marketing for software organizations, she has been responsible for product management, product marketing, analyst relations, marketing communications, OEM partnerships and technical sales. Ms. Buchowski has worked as both a team leader and an individual contributor at large and small software development organizations, defining and managing products from inception through end-of-life. She has proven successful in managing, capturing and presenting requirements and concepts to different audiences from the executive to the end user.

Prior to joining Xactly Corporation, Ms. Buchowski was director of product management at Callidus Software (NASDAQ: CALD), a leading provider of enterprise incentive compensation management systems to global companies. Previous to this role, she was director of product marketing and management at Selectica (NASDAQ: SLTC), a provider of enterprise configuration and pricing solutions. Ms. Buchowski also brings technical sales and marketing experience from Parametric Technology Corporation (NASDAQ: PMTC), where she led product management for the Simulation Products Division.

Ms. Buchowski holds a bachelor's of science degree in mechanical engineering from the University of Minnesota.

Ron Rasmussen

Vice President, Engineering

Ron Rasmussen brings more than two decades experience – including work with geo location and social CRM software, as well as SaaS and on-premise products – to the role of vice president of engineering for Xactly.

Mr. Rasmussen comes to Xactly from Quova, acquired by Neustar (NYSE:NSR), where he served as VP of engineering and oversaw the engineering, data center operations, research and product delivery. Prior to Quova, Mr. Rasmussen held the role of VP of engineering at Lithium Technologies and was CTO and VP of engineering at KnowNow, an early entrant to the Enterprise 2.0 market. In 1999 Mr. Rasmussen was an early adopter of the SaaS multi-tenant product delivery model as SVP Engineering and Operations of Digital Impact, an early entrant in the online direct marketing for Global-1000 enterprises. He started his career at Hewlett-Packard, where he held a variety of senior engineering positions.

Mr. Rasmussen holds both a B.A. in Computer Science and a B.A. in Economics from the University of California, Santa Cruz.

Brad Compton

Vice President, Professional Services

Brad Compton oversees Xactly’s professional services operations, managing all aspects of implementing Xactly’s suite of sales performance management (SPM) applications, and delivering expanded business value to new and existing clients.

An industry veteran, Mr. Compton brings 10 years of sales compensation management and consulting services expertise to Xactly engagements, coupled with wide-ranging experience in managing both internal resources and relationships with partner organizations to ensure successful SPM deployments. An expert at building successful services-delivery teams, he possesses an extensive track record for taking complex SPM/ICM projects from concept to completion.

Before joining Xactly, Mr. Compton served at Callidus Software in a succession of management roles, including directing all customer-consulting services. Prior to that, he was a finance operations manager and financial analyst with Hewlett Packard, and began his career at NEC Electronics.

Mr. Compton holds a bachelor of arts degree from Villanova University and a master’s degree in business administration from San Jose State University.